1、What is prospecting?
A、Searching for CVB funding sources
B、Networking and meeting with potential clients
C、Using Internet marketing to attract new clients
D、Finding new potential members for a CVB
2、Which of the following is one of the three main questions when qualifying a prospect?
A、Does a need exist that the destination can satisfy?
B、Does the destination have enough hotel rooms to satisfy the prospect’s requirements?
C、How much revenue will the potential event bring to the destination?
D、What kind of leisure activit
3、How is asking a prospect to rank his or her needs in order of importance helpful to a CVB salesperson?
A、It allows the salesperson to help the prospect decide which destination venues would be best for the event.
B、The list can help the salesperson to decide whether the destination is a good fit for the prospect.
C、The prospect may think of more
4、A customer’s doubts that must be overcome during the sales process are called typically called:
A、Liabilities.
B、Concerns.
C、Objections.
D、Opportunities.
5、An objection that deals with something a destination cannot provide is called a:
A、Misunderstanding.
B、Limitation.
C、Physical objection.
D、Liability.
